Senior Account Manager

Role Overview

Senior Account Manager at CNS, a technology company based in Abu Dhabi. This role focuses on driving business growth and managing strategic accounts across Abu Dhabi, with a strong focus on the Government, Oil & Gas, and Defense sectors.

Company Overview

CNS is a technology company that powers the future by providing digital solutions essential to support all enterprise and human development. Founded in 1987 with more than 30 years of experience, CNS employs over 320 employees including more than 250 certified engineers. The company offers in-depth expertise and a range of best-in-class products that support the digital transformation of all major industries. With offices in three countries, CNS has an extensive reach into, and regional knowledge of, the Middle East markets. The company is shifting into leveraging its many years of experience to develop pioneering software in-house, adding another dimension to its highly innovative solutions portfolio.

Role Purpose

Build and maintain senior-level client relationships, identify new business opportunities, expand CNS's presence within strategic accounts, and position tailored IT solutions aligned with customer requirements and business objectives across Abu Dhabi's Government, Oil & Gas, and Defense sectors.

Key Responsibilities

Strategic Account Management & Business Development

• Build and maintain long-term relationships with key clients across Dubai and the Northern Emirates, acting as a trusted advisor and business partner.
• Drive business growth by identifying and developing new accounts, nurturing existing relationships, and expanding CNS's footprint across assigned sectors.
• Develop and maintain a clear account plan for each major client, aligned with annual sales targets and CNS's solution portfolio.

Sales Planning and Forecasting

• Create and manage a structured sales pipeline, ensuring accurate revenue forecasting and timely opportunity tracking.
• Identify upcoming projects and budget cycles within key accounts to proactively position CNS solutions.
• Monitor regional market dynamics and competitor activity to inform sales strategies and differentiate CNS offerings.

Solution Selling & Bid Management

• Propose tailored, value-driven technical and commercial solutions across CNS's full portfolio of IT services and solutions.
• Collaborate with pre-sales, principals, and solution architects to deliver compelling proposals, presentations, and demonstrations.
• Lead contract negotiations to closure, ensuring profitability, compliance, and customer alignment.

Customer Satisfaction & Retention

• Ensure high levels of customer satisfaction by maintaining frequent engagement, understanding evolving needs, and resolving issues proactively.
• Serve as a key escalation point, collaborating with delivery, project management, and support teams to resolve client challenges.

Internal Collaboration and Reporting

• Work closely with PMO, finance, collections, and contract teams to support smooth project execution and timely billing.
• Maintain up-to-date client and opportunity data in CRM platforms such as Salesforce and HubSpot.
• Prepare regular status reports and pipeline updates for senior sales management.

Qualifications & Experience

• Bachelor's degree in business administration, marketing, or related field.
• Master's degree (MBA or related field) is desired.
• 7+ years in account management, client relations, or sales in Oil & Gas and Defense.
• 10+ years with a proven track record in managing key accounts or enterprise clients is desired.

Skills & Competencies

• Strong customer relationships.
• Demonstrated achievement of high quota.
• Opportunity qualification.
• Proposal development.
• Closing.
• Account planning and alignment.
• Customer relationship management.
• Strong understanding of the Abu Dhabi Government, Oil & Gas, and Defense market.
• Established network across key government entities, enterprises, and industry stakeholders.
• Proven track record of selling complex IT solutions and services.
• Strong account management, business development, pipeline management, tender and bid management, and commercial negotiation capabilities.
• Compliance with policies and procedures based on ISO standards adopted by CNS.